Global Alliance Manager
Remote USA / Northeastern United States / United States (East Coast) / Washington, DC (Mid-Atlantic Region)
Sales & Business Development – Alliances /
Full-time /
Remote
Contrast recognized for its innovation in Runtime Security
Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.
About the Position
The Contrast Security team is seeking an energetic, self-driven enterprise software executive to help build and grow our System Integrator business
In this role, you will oversee and be responsible for recruiting and managing strategic System integrator relationships and revenue growth. You will work closely with Sales teams across our application security software and services solutions to enable and build a pipeline with our most strategic alliance partnerships.
The Global Alliance Manager must possess deep alliance and industry knowledge, be able to influence key decision makers on the Contrast Security value proposition, and our joint ability to deliver long-term value for our mutual customers.
You will be responsible for increasing our footprint and revenue growth for Contrast Security solutions, establishing us as a trusted IT partner, and facilitating long-term, value-based relationships through direct engagement with decision-makers, strategic account plan development, and personalized, one-to-one marketing.
Take charge of your future and join our dynamic, motivated Alliance Sales team as we go to market with best-in-class solutions focused on fully automating application security at the speed and scale of DevOps.
Responsibilities
- Develop and maintain excellent relationships with key executives to gain commitment to partnership (recruit)
- Develop and execute global sales strategies and programs in coordination with partner practices and sales teams
- Prepare various vertical market strategies to enhance growth potential
- Manage and interpret partner business models (internal and GTM) and associate knowledge to discover new avenues to revenue within the partnership
- Analyze partner solution requirements and develop solutions to build effective global go-to-market programs that monetize the solutions
- Assist partner's global staff to design sales processes that generate profitable sales in both existing and new business accounts
- Work closely with internal stakeholder teams to build positive relationships and a strong engagement between alliances, field sales teams, and CSM’s
- Ensure compliance with all management reporting requirements and monitor work according to company policies
- Facilitate and measure results of programs executed globally through regular forecasting
- Participate with Alliance partners in various industry events and conferences to enhance partnership engagement and growth in sales
- Maintain and update knowledge on all new technology in business and participate in trainings and professional meetings
- Documents all communication plans and processes and prepares reports to be submitted to senior management
- Establish appropriate cadences to measure the business progress (QBR, etc.)
- Candidates' primary residence (must be located in the ET or CT zones)
Qualifications
- University or Bachelor's degree; advanced degree or MBA preferred
- Typically, 12+ years or more of selling experience at end-user account or partner level
- 5+ years of sales management and leadership experience working with partners and customers
- Experience as a successful account/business manager, selling to CxO and decision-maker level
- Results-driven, self-sufficient, and self-motivated individual with a strong commitment to sales excellence
- Experience working with cross-functional and highly matrixed teams across time zones and geographies
- Deep understanding of the IT industry, competing vendors, and the channel ecosystem. Key elements include competitive positioning and business models
- Understanding of Contrast’s organization & operations and alignment with System Integrator's go-to-market strategies, market segmentation, key programs & initiatives
- Able to communicate the strengths of the company's offerings relative to competition and overcome objections
- Effectively sells company offerings by building strategic relationships with partner senior management, principals, and decision makers; aligning partner and company processes; and promoting company programs and offerings
- Develop strategic plans with the partner to grow Contrast revenue and market share
- Partners effectively with others in the account to ensure coordinated, efficient account management.
- Ability to motivate partner's sales force
- Coordinates and directs efforts across company sales teams
- Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams
We are focused on building a diverse and inclusive workforce. If you’re excited about this role but do not meet 100% of the qualifications listed above, we encourage you to apply.
What We Offer
Salary and Other Compensation
This position's standard base pay range is $130,000.00 - $180,000.00 annually. This position is also eligible for commission and equity package subject to the terms of the Company’s applicable plans. When determining a candidate’s compensation, we consider several factors: geography, skill set, experience, job scope, and current market data.
Benefits
Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit, and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.
Disclaimer
The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.
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We are changing the world of software security. Do it with us.
We believe in what we do and are passionate about helping our customers secure their business.
If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.
Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.
By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.
Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.
